West Regional Sales Manager

Mettler Toledo•Washington, DC

44d•$90,000 - $140,000

About The Position

The Vehicle Weighing Regional Sales Manager for the West leads and develops a sales team and/or channel partners across the Western United States and Canada. The role inspires, coaches, and motivates the team to deliver sales performance, improve business development and customer service, and grow market share. It includes significant travel to manage and coach team members. The manager monitors key performance indicators, sales trends, and opportunities; reviews pipelines, target-account activity, and development plans; and implements improvement actions. The role supports account selection and engagement planning, develops plans for prospective and key accounts, and collaborates with Technical Application Consultants and marketing teams to improve territory performance and achieve sustainable growth in products and services. The position also manages sales initiatives, expenses, demo equipment, escalations, and project resources. It coordinates with service teams, project coordinators, and other sales and service managers to support successful project implementation, share best practices, and improve the customer experience. Overnight travel may be required up to 60%.

Requirements

Ability to lead, coach, and motivate sales team members and/or channel partners.
Ability to monitor and act on sales KPIs, pipelines, target-account activity, and development plans.
Ability to support business development, customer service, account planning, and market-share growth.
Ability to manage regional expenses and cost controls.
Ability to coordinate effectively with sales, service, marketing, project coordination, and technical application teams.
Ability to travel overnight up to 60%.
Ability to perform the physical demands described: regularly use hands to finger, handle, or feel and talk or hear; frequently walk to and from client sites, sit, and reach with hands and arms; regularly stand; regularly lift or move up to 10 kilograms and frequently lift or move up to 5 kilograms; and use close, distance, color, peripheral, and depth vision and adjust focus.

Responsibilities

Lead, inspire, coach, and motivate a defined sales team and/or channel partners to deliver sales performance and grow market share.
Monitor weekly and monthly KPIs, sales trends, opportunities, and other situations, and implement continuous-improvement actions.
Regularly review direct reports’ opportunity pipelines, target-account activity, and development plans; coach and support them in achieving annual and extended goals.
Align salespeople and territories with strategic initiatives and manage performance against those initiatives.
Manage the sales team’s efforts to sell new services and include service in new-equipment sales; work with SSRs and Service Managers on strategic projects.
Manage demo-equipment use and age, seeking to turn over demo equipment on a 12-month cycle and maintain a positive customer experience and resale value.
Assign project-management and service responsibilities to appropriate resources, protect time for new-business development, and help address non-sales requests.
Manage regional expenses, establish cost controls to meet budgets, and provide justifications when needed.
Work with marketing teams on underperforming territories, key opportunities, and marketing activities that support sales targets and long-term growth.
Meet with sales and service managers from other divisions and SBUs to share best practices and support cross-area objectives and initiatives.
Assist Project Coordinators and serve as an intermediary between sales and service teams to support project implementation and improve customer experience.
Participate in account selection and help identify viable targets with a balanced mix of service- and product-based opportunities.
Develop and manage engagement plans for sales team members, including decisions about offboarding or alternative approaches for Focus Sites that are not gaining traction.
Balance market development between new services and new products to support short- and long-term success.
Work with Technical Application Consultants to drive actions for key accounts, monitor progress quarterly, and revise plans as needed.
Travel with sales team members to assess and improve value-selling capabilities, identify training needs, and assist with closing business.
Supervise account escalations and support appropriate allocation of resources and customer care.
Oversee project implementation and ensure appropriate resources are used.
Support annual performance cycles and establish short-, medium-, and long-term employee development objectives.